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the

Problem

Have your

Dried up?

Come to a sudden stop?


www.flickr.com/photos/mwichary/3690887427

Do you feel like this?

or this?

the

Solution

think
dif erent

All failure is failure to


adapt, all success is
successful adaptation.
- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty

See the world through new eyes

What is your Sales


Improvement Plan?

www.flickr.com/photos/12023825@N04/2898021822

OLD THINKING
X
NEW WORLD
=
FAIL

Prisoners of the past

The old Golden Rule in Sales was:

Find out what your customers


want, and give it to them.

The new Golden Rule in Sales is:

Give your customers the ability


to do what they cant currently
do but would want to if they only
knew it was possible.

Sales success rates go way up


when you identify an unconsidered
need that your product or services
uniquely addresses.

Sell to their right-brains


www.flickr.com/photos/camdiluv/5788194542

Decision
Drivers
19

Develop a Winners Mindset

Always be Prospecting

Double your Conversion Rate

Question 1:

What are the personal


characteristics of
Top Sales Performers?

Rank in order of importance:


Creativity
Tenacity
Integrity
Curiosity
Passion
Empathy

Research found:

1. Empathy to build rapport

2. Integrity to build trust


3. Passion to build interest
4. Creativityto build the right solution

5. Tenacity to close the deal


6. Curiosity to build understanding

You cant teach an old dog new tricks

Sales Attitude

Attitude is a choice, and its


available to all.
What actually separates
winners from losers isnt
talent, its attitude.
- Seth Godin

Sharpen your sales attitude

Get

(Make A Difference)

Develop a Winners Mindset

Always be Prospecting

Double your Conversation Rate

Question 2:

What single attribute


determines long term
sustainable overachievement in sales?

Your personal commitment to.

Always be Prospecting

Building your opportunity pipeline

Knocking on every door

The Sales Cycle


Prospection

Qualification

Proposal

Negotiation

Close
Time

Prospects

Conversion Rate

P = Number of prospects

P x CR = SALES
CR = Conversion Rate

10

33%

(Typically 25%-50%)

P x CR = SALES
S=3
Example 1

10

40% *

P x CR = SALES
S=4
*Requires considerable effort. Not easily sustainable

Example 2

20 *

33%

P x CR = SALES
S=6
*Requires less effort. Is sustainable

Example 3

Eighty percent
of success is
showing up.
- Woody Allen

Develop a Winners Mindset

Always be Prospecting

Double your Conversation Rate

Question 3:

What 3 things do top


sales achievers that
deliver maximum impact
to their sales results?

1. They are Future Focused

They deal with change

Make strategic choices

Are highly adaptable

Manage ambiguity

2. They have a Sales Game Plan

What is your Calling Plan?


1. Who are you going to meet?
2. When are you going to meet them?

3. What are your sales objectives for the


meeting?

They lead their customers through the Buyers Journey

3
source: www.corporatevisions.com

They Educate

They Inspire

They systematically practice


the new Golden Rule in Sales:

Give your customers the ability to


do what they cant currently do
but would want to if they only
knew it was possible.

3. They demystify: Value vs Price

Products

Services

Customer
Experience

They get their message heard

4. Sell to different Behavioural Styles

Options Preference

Procedure Preference

Then, they create a sense of urgency

They execute consistently

Recommended reading

What did sales winners do?*


1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to others

*What Sales Winners Do Differently, RAIN Group, 2013

1. Success in sales is simple, but not easy

2. Negotiation skills -> Prospecting skills


3. Closing mindset -> Collaborative selling

David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com